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Yes!
- 50 Scientifically Proven Ways to Be Persuasive
- Narrated by: Blair Hardman
- Length: 5 hrs and 22 mins
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Publisher's summary
Every day we face the challenge of persuading others to do what we want. But what makes people say yes to our requests? Persuasion is not only an art, it is also a science, and researchers who study it have uncovered a series of hidden rules for moving people in your direction.
Based on more than 60 years of research into the psychology of persuasion, Yes! reveals 50 simple but remarkably effective strategies that will make you much more persuasive at work and in your personal life, too.
Cowritten by the world's most quoted expert on influence, Professor Robert Cialdini, Yes! presents dozens of surprising discoveries from the science of persuasion in short, enjoyable, and insightful chapters that you can apply immediately to become a more effective persuader.
Why did a sign pointing out the problem of vandalism in the Petrified Forest National Park actually increase the theft of pieces of petrified wood? Why did sales of jam multiply tenfold when consumers were offered many fewer flavors? Why did people prefer a Mercedes immediately after giving reasons why they prefer a BMW? What simple message on cards left in hotel rooms greatly increased the number of people who behaved in environmentally friendly ways?
Often counterintuitive, the findings presented in Yes! will steer you away from common pitfalls while empowering you with little known but proven wisdom.
Whether you are in advertising, marketing, management, on sales, or just curious about how to be more influential in everyday life, Yes! shows how making small, scientifically proven changes to your approach can have a dramatic effect on your persuasive powers.
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In a series of illuminating, often surprising experiments, MIT behavioral economist Dan Ariely refutes the common assumption that we behave in fundamentally rational ways. Blending everyday experience with groundbreaking research, Ariely explains how expectations, emotions, social norms, and other invisible, seemingly illogical forces skew our reasoning abilities.
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Good lessons, mediocre science?
- By William Stanger on 02-24-09
By: Dan Ariely
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The Effortless Experience
- Conquering the New Battleground for Customer Loyalty
- By: Matthew Dixon, Nick Toman, Rick DeLisi
- Narrated by: Matthew Dixon, Nick Toman, Rick DeLisi
- Length: 6 hrs and 37 mins
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In their acclaimed best seller The Challenger Sale, Matthew Dixon and his colleagues at CEB busted many longstanding myths about sales. Now they've turned their research and analysis to a new vital business subject - customer loyalty - with a new book that turns the conventional wisdom on its head. The idea that companies must delight customers by exceeding service expectations is so entrenched that managers rarely even question it. They devote untold time, energy, and resources to trying to dazzle people and inspire their undying loyalty.
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If you are a CXer, you have to read/listen to it
- By Shirley Campbell on 05-26-23
By: Matthew Dixon, and others
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Jobs to Be Done
- A Roadmap for Customer-Centered Innovation
- By: Stephen Wunker, David Farber, Jessica Wattman
- Narrated by: Tim Andres Pabon
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Jobs to Be Done gives you a clear-cut framework for thinking about your business, outlines a road map for discovering new markets, new products, and new services, and helps you generate creative opportunities to innovate your way to success.
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YouTube talks are better.
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High-Tech, High-Touch Customer Service
- Inspire Timeless Loyalty in the Demanding New World of Social Commerce
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In an age of Twitter, smartphones, and self-service kiosks, high-tech but still high-touch customer service is the answer. Today’s customers are a hard bunch to crack. Time-strapped, screen-addicted, value-savvy, and socially engaged, their expectations are tougher than ever for a business to keep up with. They are empowered like never before and expect businesses to respect that sense of empowerment - lashing out at those that don’t. Take heart: Old-fashioned customer service, fully retooled for today’s blistering pace and digitally connected reality, is what you need to build the kind of loyal customer base that allows you to survive - and thrive.
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This is the book that cracks the code!
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The Man Who Lied to his Laptop
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Clifford Nass has developed a powerful theory: Our brains can’t fundamentally distinguish between interacting with people and interacting with devices. Nass’s discoveries push the boundaries of both psychology and technology and provide nothing less than a new blueprint for successful human relationships.
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Human/Technology Interface
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Fascinate
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Why are you captivated by some people but not by others? Why do you recall some brands yet forget the rest? In a distracted, overcrowded world, how do certain leaders, friends, and family members convince you to change your behavior? Answer: fascination, the most powerful way to influence decision-making. It's more persuasive than marketing, advertising, or any other form of communication. And it all starts with seven universal triggers: lust, mystique, alarm, prestige, power, vice, and trust.
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Hog your Head with Fascinate!
- By Lanie Evans on 01-19-11
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Sway
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A Harvard Business School student pays over $200 for a $20 bill. Washington, D.C., commuters ignore a free subway concert by a violin prodigy. A veteran airline pilot attempts to take off without control-tower clearance and collides with another plane on the runway. Why do we do the wildly irrational things we sometimes do?
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Disappointing book
- By Martin Proulx on 12-10-08
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The Language of Trust
- By: Michael Maslansky
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Still struggling through the financial crisis that began in 2008, consumers aren't buying traditional sales approaches anymore. So how do salespeople, corporate communicators, managers, and marketers sell their ideas, products, and services to a generation of customers who are more skeptical and less influenced by conventional marketing than ever before?
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Are you communicating or just talking?
- By Shawn on 11-08-10
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The Upside of Irrationality
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In his groundbreaking book Predictably Irrational, social scientist Dan Ariely revealed the multiple biases that lead us into making unwise decisions. Now, in The Upside of Irrationality, he exposes the surprising negative and positive effects irrationality can have on our lives. Focusing on our behaviors at work and in relationships, he offers new insights and eye-opening truths about what really motivates us on the job.
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Not as good as the first
- By Stephen on 06-20-10
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The Why Axis
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Uri Gneezy and John List are like the anthropologists who spend months in the field studying the people in their native habitats. But in their case they embed themselves in our messy world to try and solve big, difficult problems, such as the gap between rich and poor students and the violence plaguing inner city schools; the real reasons people discriminate; whether women are really less competitive than men; and how to correctly price products and services. Their field experiments show how economic incentives can change outcomes.
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Some Interesting Insights But Poor Science
- By Harold Toomey on 06-09-23
By: Uri Gneezy, and others
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What listeners say about Yes!
Average customer ratingsReviews - Please select the tabs below to change the source of reviews.
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Overall
- Donna
- 05-14-10
Very useful tips
The book is very well written and laid out. I actually bought it in hopes of picking up some useful sales tips as I start out on a new career path, nervously. The book obviously focuses its topic on Persuasion and not necessarily sales but again, it contains lots of good tips for dealing with many different types of situations.
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2 people found this helpful
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- Mary Storms
- 09-30-11
Excellent, to-the-point persuasion techniques
Yes! is a very practical compilation of many persuasive ideas. Some I already knew, some not. The reason I like it is because each point was made succinctly & persuasively, for immediate & practical use, then they move on to the next point. All the information may not be new, but it's good to have it concisely in one place. The reading is clear; it's difficult to make such purely information content exciting, but they do a good enough job & the text includes lots of interesting examples. One suggestion: I'd prefer that the chapter titles were more concrete, less catchy. That way I could write down the point immediately for desktop reference.
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3 people found this helpful
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Overall
- Jessy
- 06-30-11
The title says it all
The title says it all. There are 50 good examples on how to be persuasive. Because it is broken into 50 ways, it is very easy to pick-up and read for short amounts of time. Finally, I like how their motives are not manipulative in nature (which a lot of sales/persuasion books are).
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1 person found this helpful
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- Chad
- 06-16-24
Not bad
Interesting psychological anecdotes, many of which have been featured in other books.
Fun, but don't take it as a persuasion manual. Authors repeatedly take a single experiment and extrapolate it to unrelated business advice without any evidence it would be effective in that situation.
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Overall
- Harper
- 07-12-09
Very Informative
I liked the information presented in this book.
Many great ideas!!! I found any of Malcolm Gladwell and Daniel Gilbert books much more entertaining. I am glad I purchased this book and will purchase the text as well. Any one in Sales/politics should read this one and put it to work.
H
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5 people found this helpful
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Overall
- C. Deputy
- 04-10-11
Many Actionable Tips
I found over ten items in this book to be new information that I could act upon immediately. Ten might seem like a low number, but get these kind of books all the time and it's rare to find any new information, much less multiple items. I highly recommend it. It has already paid for itself many times over.
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- Joe Bloggs
- 06-22-13
Egg Heads wrote this book
Would you listen to Yes! again? Why?
No, it was somewhat interesting but in the end reading a book will never make you more persuasive, only practice can make you more persuasive. The authors give the facts, but fail to delve very far below the surface as to what is going on. Also, the jokes are as lame as they come.
What could the authors have done to make this a more enjoyable book for you?
I don't know, but the book reads like a college paper that goes on way too long where it should be short and way too short where some additional explanation would be nice. Also, the political correctness of the this book oozes out through the seams here and there; not so much by what is said but by what is not said.
What did you like about the performance? What did you dislike?
Too happy, too upbeat, not real or just annoying; it's the kind of thing you try to forget.
What’s an idea from the book that you will remember?
My main take away is social proof or what I have termed Group Guidance which I think better describes what is going on when people make decisions based on what a group is doing or not doing. The book never gets into why this works on some and not others though, although it's pretty obvious that not considering oneself a part of the subject group would be one reason.
Any additional comments?
I wrote too much already, starting to feel like I could have written this book, which I probably could have. That's not a compliment.
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- Anonymous User
- 05-21-20
I will manipulate people with this...
Had to keep making notes because it is just packed full of great advice and its all backed with science.
Story is kinda boring however this is an educational book. I see many uses of this knowledge in life in general, I think I will go and manipulate people now...goodbye.
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- KellysHero718
- 08-07-14
It's Okay
A mostly interesting collection of anecdotes drawn from a lot of surveys of college students and others, mostly anecdotal evidence despite the subtitle. The authors spend a great deal of time repeating the phrase "scientific researchers" to add credibility to their work, but I'm not sure they recognize the difference between a scientist and a pollster. And maybe there isn't one.
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- Daniel Kilburn
- 03-26-22
Actionable information.
Bite sized nuggets of information that can be used immediately to improve your business. And a few things not to do.
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